Account Manager

We are currently seeking experienced Account Managers to join our sales team in Northwestern Ohio. We distribute products from the world's leading fluid power equipment manufacturers, including Eaton/Vickers, Parker, and over 40 others. We are a privately held business for over 70 years. Come join our dedicated team!

The Account Manager will manage existing accounts and develop and maintain successful relationships with customers resulting in both the top-line and margin growth of the accounts. This position will handle customer inquiries, leads, and recommend strategic solutions, in addition to understanding and mobilizing the resources of SCOTT Industrial Systems to execute customer and company initiatives.

Education and Experience:

Required:

• Bachelor’s degree
• In lieu of Bachelor's degree, 2 – 4 years of fluid power outside sales or related technical products experience is required.

Preferred:

• 5 years of fluid power outside sales or related technical products experience
• 2 years of supporting OEM, mobile, and industrial markets experience

Duties and Responsibilities:

1. Identify the potential and opportunities among the customer base in assigned territories.

Maintain and manage information in the CRM system for assigned territories, including.

i. Maintenance of accounts, contacts, and their potential.

ii. Use of calendar and tasks as required.

iii. Maintain and update the opportunities module in CRM on a daily and weekly basis.

1. For OEM accounts: know the number and types of machines built per year, the items on the fluid power bill of material, the source, and the approximate selling price of each one.

2. Maintain Core Product Vendor Targets in the opportunity's module for collaborative activities with Core Product vendor field representatives.

iv. Identify the key decision makers, their needs, attitudes, and degree of influence.

v. Follow up on all sales leads.

vi. Maintain sufficient background data (size, SIC code, buying patterns) so that potential business can be estimated.

2. Develop the Strategic Territory Planning document with the District Manager.

3. Communicate the company’s ability and desire to serve customer needs.

a. Maintain regular contact by mail, phone, or personal cell, depending on potential.

b. Present SCOTT/supplier capabilities and supply information on products/services that may meet known or suspected needs.

c. Monitor needs of customer’s marketing, manufacturing, quality, and service departments as well as engineering.

d. Provide technical assistance and advice during design stage or as response to field needs.

4. Create and maintain desire to buy.

a. Utilize the Core Products strategy when presenting solutions to the account base.

b. Provide quotations and sales presentations for identified sales opportunities.

c. Evaluate customer attitudes,

i. Overcome objections,

ii. Support acceptance, and

iii. If indifferent, probe for more needs.

d. Ask for the order.

e. In the case of regular on-going accounts:

i. Remind customer of past successful service.

ii. Restate expected future benefits.

iii. Monitor customer’s interpersonal and inter-departmental communications to protect against misunderstandings and to discover additional needs.

iv. Offer partnerships where appropriate.

5. Administer the business.

a. In the case of ongoing accounts:

i. Monitor customer’s inventory and usage of the company’s items to match order patterns with supplier lead times. Keep customer advised of supplier lead times and other important information.

ii. Monitor and maintain partnerships.

iii. Update product pricing.

b. In all cases:

i. Monitor daily and weekly order reports for accuracy, omissions, lateness, and duplications.

ii. Resolve any problems or disputes in an expeditious manner.

Preferred Skills and Abilities:

• Excellent verbal and written communication skills.
• Excellent sales and customer service skills with a proven ability to explain technical products to non-technical audiences.
• Fluent use and application of the SIS CRM platform.
• Ability to apply engineering, technology, or other related principles to product sales.
• Excellent organizational skills and attention to detail.
• Proficient with Microsoft Office Suite or related software.

Working Conditions and Physical Requirements:

• General office environment with some exposure to industrial shop environments.
• Prolonged periods sitting at a desk and working on a computer
• Frequent travel to customer and vendor sites.

Our Comprehensive Compensation Package and Benefit Program Includes:

• Medical, dental, and vision insurance plans, with HRA.
• Life insurance, short-term disability insurance, and long-term disability insurance.
• Company matching 401(k) with a competitive vesting schedule.
• Vacation time and paid holidays.
• Mileage, cell phone, internet, and travel reimbursement.
• Bi-Weekly salary with commission.

Job Type: Full-time

Pay: From $70,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Cell phone reimbursement
• Dental insurance
• Disability insurance
• Flexible spending account
• Health insurance
• Health savings account
• Life insurance
• Mileage reimbursement
• Paid time off
• Travel reimbursement
• Vision insurance
• Work from home

Experience level:

• 5 years

Schedule:

• Monday to Friday

Supplemental pay types:

• Bonus pay
• Commission pay
• Yearly bonus

Travel requirement:

• Travel

Education:

• Bachelor's (Preferred)

Work Location: On the road

Salary : $70,000 - $0